The Institutional Account Manager (IAM) is responsible for the sale of Salix GI products within a specified region or major geographical area, with a focus on hospitals, hospital systems, and Integrated Delivery Networks (IDNs). The IAM identifies business relationship opportunities with key decision-makers at targeted hospitals/health systems and builds plans in pursuit of those opportunities. The IAM builds and manages relationships across key health-system accounts to support formulary access and drive appropriate, compliant product pull-through, in coordination with National Account Managers and other cross-functional partners.

Responsibilities

• Identify business relationship opportunities with key decision-makers at targeted hospitals and establish plans in pursuit of business opportunities
• Understand patient admitting flow within large hospitals/systems
• Demonstrate the ability to work with National Account Managers to execute strategies with specific hospitals and hospital systems
• Comfortable selling to Director- and Chief-level contacts within large hospitals/systems
• Develop a complete understanding of the health-care delivery system within each assigned customer, including physician hierarchy, key pharmacy personnel, and clinical nursing staff
• Support formulary access efforts for assigned accounts by building relationships with pharmacy directors and P&T (Pharmacy & Therapeutics) committee members, and providing account-level input to the National Account Manager on formulary submissions and value-proposition positioning
• Drive adoption and pull-through of institutional/GPO (Group Purchasing Organization) contracts, partnering with health-system administrators and pharmacy leadership to remove barriers to appropriate product use
• Develop and deliver effective sales presentations on the organization’s products to target HCPs
• Demonstrate selling skills and pull-through execution through strategically and tactically allocating resources to drive results
• Develop effective customer relationships, and leverage those relationships to drive results
• Demonstrate baseline knowledge and understanding of business analytics, including customer data, resources, and tools
• Demonstrate the ability to build account and territory plans
• Utilize available data to target and access the most valuable accounts
• Demonstrate expertise across the product portfolio, therapeutic areas, and managed care
• Effectively manage territory by routinely analyzing data to target high-prescribing HCPs
• Meet or exceed established call average and sales performance expectations
• Demonstrate market and industry knowledge relative to product portfolio and competitor products
• Understand and utilize clinical and disease-state knowledge and its impact on patients and providers
• Collaborate with cross-functional partners - including Field Reimbursement, Market Access, sales leadership, and medical science liaisons - for total account management
• Escalate complex reimbursement, coding, or billing questions, as well as patient-specific coverage issues, to the Field Reimbursement Manager
• Complete all administrative tasks in a timely manner
• Attend various sales training classes, sales meetings, and national/regional conferences

Qualifications

Required

• Bachelor’s degree required
• Minimum 2 years hospital or specialty pharmaceutical experience highly preferred
• Resides in or within close proximity to assigned geography
• Must have a valid driver’s license with a good driving history to drive a company vehicle
• Requires strong business acumen, teamwork, collaboration, accountability, tenacity, and communication skills

Preferred

• Experience in GI and/or selling within IDNs, hospital systems, or academic medical centers strongly preferred
• General familiarity with hospital procurement processes and how formulary/P&T committee decisions are made
• Demonstrated ability to network with and influence C-suite hospital executives, pharmacy directors, and senior medical/nursing leadership
• A demonstrated track record of success in a quota-driven role

Travel & Physical Requirements

• Overnight travel may be required for this role
• Driving in a geographically large territory for long periods of time each day
• Lifting sample boxes (up to 25 pounds) is required for this role; reasonable accommodations can be provided for individuals unable to meet this requirement
• Performing other job-related duties and responsibilities as may be assigned from time to time

The range of starting base pay for this role is 130K-170K.  Actual starting pay will be based on a wide range of factors including, but not limited to, relevant skills, experience, qualifications, education and location. In addition to base pay, this position is eligible for participation in either (i) our annual bonus program or (ii) a sales incentive plan.

Benefits package includes a comprehensive Medical (includes Prescription Drug), Dental, Vision, Flexible Spending Accounts, 401(k) with matching company contribution, discretionary time off, paid sick time, stock purchase plan, tuition reimbursement, parental leave, short-term and long-term disability, life insurance, accidental death & dismemberment insurance, paid holidays, employee referral bonuses and employee discounts.

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